SALES PRE-APPROACH The preapproach step includes all the information-gathering activities salespeople perform to learn relevant facts about the prospects‚ their needs‚ and their overall situation. Then‚ on the basis of this information‚ salespeople plan their sales presentations‚ selecting the most appropriate objective for each call. Customer Research The sales rep should learn everything possible about the prospective customer’s business—its size; its present purchasing practices; the location
Premium Sales Customer service Consultative selling
Entrepreneurial Leadership Jerry M. Harper Strayer University The Business Enterprise BUS 508 Dr. John Mitchell January 18‚ 2011 Abstract Not unlike its sister field of leadership‚ entrepreneurship has long struggled to identify a coherent theoretical and conceptual framework capable of explaining the phenomenon known as “entrepreneurship” and more importantly the role of the “entrepreneur.” The focus of this paper is to examine similarities and differences between the fields of leadership
Premium Entrepreneurship Management Entrepreneur
Entrepreneurial Leadership Abstract Entrepreneurial leadership helps develop and sustain elements of the organizational culture. Bergstrom (2004) interpreted that entrepreneurial leadership has three dimensions: 1) take more risk; 2) favor change to obtain the advantage; and 3) compete aggressively. We will discuss the common elements of different theories and philosophies as it relates to the new definition of entrepreneurial leadership. I will discuss my leadership style that I aspire to
Premium Management
Communication Opinion Paper Communication is the process of sending and receiving a message between a sender and a receiver. However‚ communication entails much more than the passing of information from one party to another. In order for communication to be effective‚ there also needs to be a shared understanding of the presented information. Communication is also relied upon to instruct‚ inform‚ and educate individuals. The communication process can accomplish more than the sharing of information
Premium Health care Health care provider Communication
The Entrepreneurial Mind-Set in the Twenty-First Century Part 1 Chapter overview Photograph Entrepreneurship: Evolutionary Development—Revolutionary Impact 2 The Entrepreneurial Mind-Set in Individuals: Cognition and Ethics 31 The Entrepreneurial Mind-Set in Organizations: Corporate Entrepreneurship 67 Social Entrepreneurship and the Global Environment for Entrepreneurship 98 Entrepreneural case analysis Corporate Entrepreneurship and Innovation in Silicon Valley: The Case of Google‚ Inc. 127
Premium Entrepreneurship
Entrepreneurial Leadership Strayer University Contemporary Business Bus 508 Entrepreneurial Leadership Create a hybrid theory/philosophy which combines the common elements found in the thinking of Case‚ Kouzes‚ and Drucker. In your philosophy‚ be sure to include the new definition of entrepreneurial leadership presented in Understanding Entrepreneurial Leadership in today’s Dynamic Markets. People‚ passion‚ and perseverance are the “3 P’s” of the entrepreneurial philosophy of AOL’s
Premium Management Entrepreneurship Leadership
Introduction 4 1.1 Entrepreneurial Project 4 1.2 Experimental Learning 5 1.3 Reflective Learning 5 1.4 Reflexive Learning 6 2.0 Key Events Table: 7 3.0 Satisfactory Graph 8 4.0 Critical Incidents & the 9 steps 9 5.0 Define The Project 10 5.1 Critical Incident – Misunderstanding of Project Definition 10 6.0 Describe the team strengths & weaknesses during project 10 6.1 Critical Incident: more team weaknesses than strengths 11 6.2 Critical Incident: The Entrepreneurial Pitch 11
Premium Entrepreneurship Management Project management
Bibliography Textbooks and literature 1) Corporate Entrepreneurship and Innovation‚ Entrepreneurial Development within Organisations‚ Second Edition‚ Thompson Southwestern‚ M. Morris‚ D. Kuratko‚ and J. Govin. 2) Crafting and Executing Strategy‚ South African Edition. Text‚ Reading‚ and Cases. J. Hough‚ A. Thompson‚ A. Strickland‚ and J. Gamble McGraw Hill 3) Strategic Management of Technological Innovation Second Edition‚ 2008
Premium New product development Commodity market Cost
Drucker presents four different entrepreneurial strategies. He starts pointing out that entrepreneurial strategies are as important for any business as entrepreneurial management is. He states that despite this fact there is almost no discussion about entrepreneurial strategies‚ despite their distinctive influence to the success of any business. Drucker distinguishes between entrepreneurial management‚ that is‚ practices and policies within the enterprise‚ and entrepreneurial strategies‚ that is‚ practices
Premium Entrepreneurship
An entrepreneurial competence is an underlying characteristic of a person‚ which results in effective and /or superior performance in a business venture. It is an underlying characteristics of a person‚ in that it may be motive ‚traits‚ skills ‚aspect of ones self-image‚ a body of knowledge‚ set of skills and cluster of appropriate motives/ traits that an individual possess to perform in his business. Personal Entrepreneurial Competencies - The EMPRETEC Model Research by McClelland and McBer
Premium Term Risk Finance